Some states want to block access to doctor-level prescribing data. And the AMA helps members keep prescription records away from sales reps. An "old timer" remembers how he sold before databases came along. (Very well, as a matter of fact.)
Oct 1, 2006
A sales rep's sensitivity to the doctor's marketplace, and his understanding of the pressures on physicians—from formularies and HMO rules to the practices of affiliate hospitals—makes him a greater asset in the customer's eyes. Getting to know a doctor involves understanding the responsibilities of personnel in his office. Reps need to know who the doctor relies on most to get things done.